Info
Sales training basics [[electronic resource] /] / Elwood N. Chapman
| Sales training basics [[electronic resource] /] / Elwood N. Chapman |
| Autore | Chapman Elwood N |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Los Altos, Calif., : Crisp, c1992 |
| Descrizione fisica | 1 online resource (78 p.) |
| Disciplina | 658.8/5 |
| Soggetto topico |
Selling
Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-4175-2062-0 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""TITLE""; ""COPYRIGHT""; ""TO THE READER""; ""CONTENTS""; ""INVITATION""; ""PART I ATTITUDE AND SELLING SUCCESS ""; ""TWO WAYS TO GO (Make Your Choice Now)""; ""PERSONALITY AND SELLING""; ""CASE #1: A DECISION FOR RAMONA""; ""IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES""; ""WHAT CAN SUCCESS IN SELLING DO FOR YOU?""; ""YOUR ATTITUDE IS SHOWING""; ""EXERCISE: YOUR ATTITUDE TOWARD SELLING""; ""SELF-CONFIDENCE SCALE""; ""CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE""; ""CASE #2: WILL JOE SURVIVE?""; ""FIRST IMPRESSIONS ARE CRITICAL""; ""COMMUNICATING YOUR BEST IMAGE""
""THE PSYCHOLOGY OF SELLING""""ELIMINATING DOWN PERIODS""; ""PART II HOW TO PLAY THE SELLING GAME ""; ""SELLING IS LIKE PLAYING BASEBALL COVER ALL THE BASES AND MAKE A SALE""; ""TIPS ON HOW TO GET TO FIRST BASE""; ""MAKE YOUR APPROACH TO THE PROSPECT PROFESSIONAL, PERCEPTIVE, AND POSITIVE.""; ""MOST BATTERS DO NOT GET TO FIRST BASE""; ""GET TO SECOND BASE: A PROFESSIONAL PRESENTATION""; ""SECOND BASE IS NOT AUTOMATIC""; ""FACT VS BENEFITS""; ""CASE #3: WHO MADE THE SALE?""; ""MAKE THE MOVE TO THIRD BASE""; ""WELCOME QUESTIONS""; ""BUILDING A CLIENTELE"" ""CASE #4: WHO WILL BE MOST SUCCESSFUL?""""YOU CAN�T WIN WITHOUT CLOSING""; ""GETTING HOME: HOW TO CLOSE A SALE""; ""HOW MUCH PERSUASION?""; ""CASE #5: WHO CLOSED THE SALE?""; ""SUMMARY""; ""PROVE YOU KNOW THE BASICS�REVIEW""; ""PART III BACK TO BASICS ""; ""SOME THOUGHTS ON SELLING IN TOUGH TIMES""; ""LITTLE THINGS COUNT""; ""LITTLE COURTESIES COUNT BIG""; ""CUSTOMER SPECIAL TREATMENT EXERCISE""; ""SELLING VIA THE TELEPHONE""; ""TELEPHONE OPPORTUNITIES (Let your fingers make you successful)""; ""HOW TO BE A TELEPHONE PROFESSIONAL""; ""DOING A NUMBER ON THE TELEPHONE"" ""HOW TO HANDLE THE DIFFICULT CUSTOMER""""TEN UNFORGIVEABLE MISTAKES""; ""SELLING OCCUPATIONS PAY OFF IN MANY WAYS""; ""CASE #6: WENDY THE WAITRESS""; ""SELLING AND TIME MANAGEMENT""; ""CASE #7: WHO WILL WIN THE TRIP TO HAWAII?""; ""REWARD YOURSELF""; ""SALES SUCCESS FORMULA""; ""EXERCISE: DEMONSTRATE YOUR PROGRESS""; ""LOOKING AHEAD""; ""AUTHOR�S SUGGESTED ANSWERS""; ""FINAL REMINDER!"" |
| Record Nr. | UNINA-9910455656703321 |
Chapman Elwood N
|
||
| Los Altos, Calif., : Crisp, c1992 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales training basics [[electronic resource] /] / Elwood N. Chapman
| Sales training basics [[electronic resource] /] / Elwood N. Chapman |
| Autore | Chapman Elwood N |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Los Altos, Calif., : Crisp, c1992 |
| Descrizione fisica | 1 online resource (78 p.) |
| Disciplina | 658.8/5 |
| Soggetto topico |
Selling
Marketing |
| ISBN | 1-4175-2062-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""TITLE""; ""COPYRIGHT""; ""TO THE READER""; ""CONTENTS""; ""INVITATION""; ""PART I ATTITUDE AND SELLING SUCCESS ""; ""TWO WAYS TO GO (Make Your Choice Now)""; ""PERSONALITY AND SELLING""; ""CASE #1: A DECISION FOR RAMONA""; ""IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES""; ""WHAT CAN SUCCESS IN SELLING DO FOR YOU?""; ""YOUR ATTITUDE IS SHOWING""; ""EXERCISE: YOUR ATTITUDE TOWARD SELLING""; ""SELF-CONFIDENCE SCALE""; ""CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE""; ""CASE #2: WILL JOE SURVIVE?""; ""FIRST IMPRESSIONS ARE CRITICAL""; ""COMMUNICATING YOUR BEST IMAGE""
""THE PSYCHOLOGY OF SELLING""""ELIMINATING DOWN PERIODS""; ""PART II HOW TO PLAY THE SELLING GAME ""; ""SELLING IS LIKE PLAYING BASEBALL COVER ALL THE BASES AND MAKE A SALE""; ""TIPS ON HOW TO GET TO FIRST BASE""; ""MAKE YOUR APPROACH TO THE PROSPECT PROFESSIONAL, PERCEPTIVE, AND POSITIVE.""; ""MOST BATTERS DO NOT GET TO FIRST BASE""; ""GET TO SECOND BASE: A PROFESSIONAL PRESENTATION""; ""SECOND BASE IS NOT AUTOMATIC""; ""FACT VS BENEFITS""; ""CASE #3: WHO MADE THE SALE?""; ""MAKE THE MOVE TO THIRD BASE""; ""WELCOME QUESTIONS""; ""BUILDING A CLIENTELE"" ""CASE #4: WHO WILL BE MOST SUCCESSFUL?""""YOU CAN�T WIN WITHOUT CLOSING""; ""GETTING HOME: HOW TO CLOSE A SALE""; ""HOW MUCH PERSUASION?""; ""CASE #5: WHO CLOSED THE SALE?""; ""SUMMARY""; ""PROVE YOU KNOW THE BASICS�REVIEW""; ""PART III BACK TO BASICS ""; ""SOME THOUGHTS ON SELLING IN TOUGH TIMES""; ""LITTLE THINGS COUNT""; ""LITTLE COURTESIES COUNT BIG""; ""CUSTOMER SPECIAL TREATMENT EXERCISE""; ""SELLING VIA THE TELEPHONE""; ""TELEPHONE OPPORTUNITIES (Let your fingers make you successful)""; ""HOW TO BE A TELEPHONE PROFESSIONAL""; ""DOING A NUMBER ON THE TELEPHONE"" ""HOW TO HANDLE THE DIFFICULT CUSTOMER""""TEN UNFORGIVEABLE MISTAKES""; ""SELLING OCCUPATIONS PAY OFF IN MANY WAYS""; ""CASE #6: WENDY THE WAITRESS""; ""SELLING AND TIME MANAGEMENT""; ""CASE #7: WHO WILL WIN THE TRIP TO HAWAII?""; ""REWARD YOURSELF""; ""SALES SUCCESS FORMULA""; ""EXERCISE: DEMONSTRATE YOUR PROGRESS""; ""LOOKING AHEAD""; ""AUTHOR�S SUGGESTED ANSWERS""; ""FINAL REMINDER!"" |
| Record Nr. | UNINA-9910780451403321 |
|
Chapman Elwood N
|
||
| Los Altos, Calif., : Crisp, c1992 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales training basics / / Elwood N. Chapman
| Sales training basics / / Elwood N. Chapman |
| Autore | Chapman Elwood N |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Los Altos, Calif., : Crisp, c1992 |
| Descrizione fisica | 1 online resource (78 p.) |
| Disciplina | 658.8/5 |
| Soggetto topico |
Selling
Marketing |
| ISBN | 1-4175-2062-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""TITLE""; ""COPYRIGHT""; ""TO THE READER""; ""CONTENTS""; ""INVITATION""; ""PART I ATTITUDE AND SELLING SUCCESS ""; ""TWO WAYS TO GO (Make Your Choice Now)""; ""PERSONALITY AND SELLING""; ""CASE #1: A DECISION FOR RAMONA""; ""IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES""; ""WHAT CAN SUCCESS IN SELLING DO FOR YOU?""; ""YOUR ATTITUDE IS SHOWING""; ""EXERCISE: YOUR ATTITUDE TOWARD SELLING""; ""SELF-CONFIDENCE SCALE""; ""CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE""; ""CASE #2: WILL JOE SURVIVE?""; ""FIRST IMPRESSIONS ARE CRITICAL""; ""COMMUNICATING YOUR BEST IMAGE""
""THE PSYCHOLOGY OF SELLING""""ELIMINATING DOWN PERIODS""; ""PART II HOW TO PLAY THE SELLING GAME ""; ""SELLING IS LIKE PLAYING BASEBALL COVER ALL THE BASES AND MAKE A SALE""; ""TIPS ON HOW TO GET TO FIRST BASE""; ""MAKE YOUR APPROACH TO THE PROSPECT PROFESSIONAL, PERCEPTIVE, AND POSITIVE.""; ""MOST BATTERS DO NOT GET TO FIRST BASE""; ""GET TO SECOND BASE: A PROFESSIONAL PRESENTATION""; ""SECOND BASE IS NOT AUTOMATIC""; ""FACT VS BENEFITS""; ""CASE #3: WHO MADE THE SALE?""; ""MAKE THE MOVE TO THIRD BASE""; ""WELCOME QUESTIONS""; ""BUILDING A CLIENTELE"" ""CASE #4: WHO WILL BE MOST SUCCESSFUL?""""YOU CAN�T WIN WITHOUT CLOSING""; ""GETTING HOME: HOW TO CLOSE A SALE""; ""HOW MUCH PERSUASION?""; ""CASE #5: WHO CLOSED THE SALE?""; ""SUMMARY""; ""PROVE YOU KNOW THE BASICS�REVIEW""; ""PART III BACK TO BASICS ""; ""SOME THOUGHTS ON SELLING IN TOUGH TIMES""; ""LITTLE THINGS COUNT""; ""LITTLE COURTESIES COUNT BIG""; ""CUSTOMER SPECIAL TREATMENT EXERCISE""; ""SELLING VIA THE TELEPHONE""; ""TELEPHONE OPPORTUNITIES (Let your fingers make you successful)""; ""HOW TO BE A TELEPHONE PROFESSIONAL""; ""DOING A NUMBER ON THE TELEPHONE"" ""HOW TO HANDLE THE DIFFICULT CUSTOMER""""TEN UNFORGIVEABLE MISTAKES""; ""SELLING OCCUPATIONS PAY OFF IN MANY WAYS""; ""CASE #6: WENDY THE WAITRESS""; ""SELLING AND TIME MANAGEMENT""; ""CASE #7: WHO WILL WIN THE TRIP TO HAWAII?""; ""REWARD YOURSELF""; ""SALES SUCCESS FORMULA""; ""EXERCISE: DEMONSTRATE YOUR PROGRESS""; ""LOOKING AHEAD""; ""AUTHOR�S SUGGESTED ANSWERS""; ""FINAL REMINDER!"" |
| Record Nr. | UNINA-9910818715303321 |
|
Chapman Elwood N
|
||
| Los Altos, Calif., : Crisp, c1992 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Your first thirty days [[electronic resource] ] : building a professional image in a new job / / Elwood N. Chapman and Robert B. Maddux
| Your first thirty days [[electronic resource] ] : building a professional image in a new job / / Elwood N. Chapman and Robert B. Maddux |
| Autore | Chapman Elwood N |
| Edizione | [Rev ed.] |
| Pubbl/distr/stampa | Menlo Park, Calif., : Crisp Publications, c1997 |
| Descrizione fisica | 1 online resource (85 p.) |
| Disciplina | 650.14 |
| Altri autori (Persone) | MadduxRobert B |
| Collana | A Fifty-Minute series book |
| Soggetto topico |
Success in business
Self-presentation |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-4175-2430-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910450385303321 |
|
Chapman Elwood N
|
||
| Menlo Park, Calif., : Crisp Publications, c1997 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Your first thirty days [[electronic resource] ] : building a professional image in a new job / / Elwood N. Chapman and Robert B. Maddux
| Your first thirty days [[electronic resource] ] : building a professional image in a new job / / Elwood N. Chapman and Robert B. Maddux |
| Autore | Chapman Elwood N |
| Edizione | [Rev ed.] |
| Pubbl/distr/stampa | Menlo Park, Calif., : Crisp Publications, c1997 |
| Descrizione fisica | 1 online resource (85 p.) |
| Disciplina | 650.14 |
| Altri autori (Persone) | MadduxRobert B |
| Collana | A Fifty-Minute series book |
| Soggetto topico |
Success in business
Self-presentation |
| ISBN | 1-4175-2430-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910783176503321 |
|
Chapman Elwood N
|
||
| Menlo Park, Calif., : Crisp Publications, c1997 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Your first thirty days : building a professional image in a new job / / Elwood N. Chapman and Robert B. Maddux
| Your first thirty days : building a professional image in a new job / / Elwood N. Chapman and Robert B. Maddux |
| Autore | Chapman Elwood N |
| Edizione | [Rev ed.] |
| Pubbl/distr/stampa | Menlo Park, Calif., : Crisp Publications, c1997 |
| Descrizione fisica | 1 online resource (85 p.) |
| Disciplina | 650.14 |
| Altri autori (Persone) | MadduxRobert B |
| Collana | A Fifty-Minute series book |
| Soggetto topico |
Success in business
Self-presentation |
| ISBN | 1-4175-2430-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
TITLE -- COPYRIGHT -- ABOUT THE AUTHORS -- In Memoriam -- CONTENTS -- TO THE EMPLOYER -- TO THE NEW EMPLOYEE -- PART I PREPARATION GETTING READY FOR YOUR FIRST DAY ON THE JOB -- START WITH A POSITIVE MIND SET -- LEARNING ATTITUDE SCALE -- THE CHALLENGE! -- WHAT TO EXPECT -- LEARNING THE ROPES -- BE A TEAM PLAYER -- UNDERSTANDING PRODUCTIVITY -- GETTING READY CHECKLIST -- SUGGESTION -- PART II WEEK ONE GETTING THE LAY OF THE LAND -- THE FIRST DAY -- WARDROBE AND GROOMING ADJUSTMENTS -- BE A COMFORTABLE PERSON TO MEET -- REMEMBERING NAMES -- TELEPHONE TIPS -- HOW MUCH PRODUCTIVITY IN WEEK ONE? -- PACING IS EVERYTHING* -- QUALITY STARTS DAY ONE -- QUALITY AWARENESS EXERCISE -- YOU CAN'T LEARN UNLESS YOU LISTEN! -- YOU AND YOUR SUPERVISOR -- COWORKER RELATIONSHIPS -- CASE #1: RESCUE -- FIRST-WEEK ASSESSMENT SCALE -- WHAT DO I NEED TO LEARN NEXT WEEK? -- PART III WEEK TWO MOVING AHEAD WITH CONFIDENCE -- SECOND-WEEK PRODUCTIVITY -- IMPROVING WORK HABITS -- COPING WITH SKILL DEFICIENCIES -- CASE #2: UNPREPARED -- IMPROVING YOUR JOB SKILLS -- HOW TO HANDLE EMBARRASSING MOMENTS -- PROTOCOL -- YOUR COMMUNICATION STYLE -- TEASING AND TESTING -- SECOND-WEEK ASSESSMENT SCALE -- WHAT DO I NEED TO LEARN NEXT WEEK? -- PART IV WEEK THREE STRENGTHENING RELATIONSHIPS -- THIRD-WEEK PRODUCTIVITY -- CASE #3: ABSENTEEISM -- REINFORCING RELATIONSHIPS -- THE THREE C'S OF OFFICE POLITICS -- WHAT IF YOU DRAW A DIFFICULT SUPERVISOR? -- CASE #4: CHOICE -- AVOIDING PERSONAL JOB STRESS -- THIRD-WEEK ASSESSMENT SCALE -- WHAT DO I NEED TO LEARN NEXT WEEK? -- PART V WEEK FOUR IMPROVING YOUR PROFESSIONALISM -- BALANCING PRODUCTIVITY AND HUMAN RELATIONS -- CASE #5: PREMATURE -- CAREER COUNTDOWN -- THINKING AGAIN -- FOURTH-WEEK ASSESSMENT -- DEMONSTRATE YOUR PROGRESS -- PART VI FINAL REVIEW -- CONSOLIDATING YOUR GAINS -- CASE #6: STYLE -- CREATE A PLAN FOR THE FUTURE.
THIRTY-DAY EVALUATION -- VALIDATE THE CONTENT OF YOUR NEW JOB -- JOB SPECIFICATION WORKSHEET -- ANSWERS TO CASES. |
| Record Nr. | UNINA-9910821599903321 |
|
Chapman Elwood N
|
||
| Menlo Park, Calif., : Crisp Publications, c1997 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||